Director, Deal Strategy

This role has mandatory 3x per week attendance at our Santa Clara HQ office.

Druva, the autonomous data security company, puts data security on autopilot with a 100% SaaS, fully managed platform to secure and recover data from all threats. The Druva Data Security Cloud ensures the availability, confidentiality, and fidelity of data - providing customers with autonomous protection, rapid incident response, and guaranteed data recovery. The company is trusted by its more than 6,000 customers, including 65 of the Fortune 500, to defend business data in today’s ever-connected world. Amidst a rapidly evolving security landscape, Druva offers a $10 million Data Resiliency Guarantee ensuring customer data is protected and secured against every cyber threat. Visit druva.com and follow us on LinkedIn, X and Facebook.

Position Summary:

In this highly strategic role at Druva you will help lead and evolve the Deal Desk function. This is a high-impact role with high visibility in the company reporting into the Office of the COO/CFO. You will partner and work closely with Sales, Legal, Pricing, Product, Order Management, and Finance to build processes, business systems, and infrastructure to help scale our organization to the next level, including driving deal velocity and reducing sales cycle times while maintaining compliance.

The ideal candidate will:

• Roll up their sleeves and dive deep into challenges to drive impact and immediate results
• Balance strategic thinking with the management of day to day operations
• Build relationships and collaborate across key functions
• Feel comfortable in a fast-paced environment and implement processes that balance the needs of the business and drive scale
• Ability to multitask and prioritize during times of high volume (i.e. quarter-end)
• Have effective EQ that is balanced with IQ to drive change and resolve business problems
• Manage high performing global team

Role Responsibilities

• Support and partner with global Sales leaders to maximize deal execution by providing guidance and support on contract negotiations (deal structure, discounting guidance, contract terms)
• Streamline and automate the process for deal approvals, thresholds and rules, approver roles and responsibilities, approval routing and workflow design, and communications.
• Define and manage the internal workflows involved with the approval process of non-standard deals and actively collaborate with multiple departments to gather inputs for the deal.
• Define key deal metrics and track deal data. Use business intelligence and leverage data to understand what's working and what's not, reporting on trends, risks, and areas for the business to improve on and working with cross-functional teams to implement changes
• Understand the market and competitive landscape and provide feedback to internal teams to enhance our products and drive improvements to our bundling, packaging, and pricing.
• Provide regular training to our Sales organization to ensure they understand the value proposition of our product and how best to position and sell our product to customers using pricing, bundling, and packaging tactics.
• Manage RFP intake process to provide timely and strategic responses to customer’s RFI and RFP requests
• Identify systematic operational process improvements in Salesforce with other cross-functional teams and work closely with them to define, design, and deploy enhancements.    
• Maintain velocity and compliance for overall deal flow making sure contracts are complete, accurate, and adhere to our policies.
• Develop strong collaborative relationships with key stakeholders across the organization, including in Sales, Legal. Pricing, Product, Order Management, and Finance

Minimum Qualifications:

• 8+ years experience in a Deal Desk role at a SaaS company; experience in Sales Ops and/or Pricing is a plus
• Experience working in a fast-paced company driving cross-functional collaboration. Prior experience at a high-growth start-up is a plus.
• Strong understanding of Salesforce-based quote-to-order processes, Salesforce CPQ is a plus
• Strong understanding of SaaS business model and revenue recognition is a plus
• Demonstrate the ability to go “above and beyond” in the support of our Sales teams and clients
  Strong collaboration and communication skills, including proven experience communicating effectively with senior leadership
• Good problem-solving skills along with “common sense” to address issues and drive impact
• Ability to work with a high degree of autonomy 

The pay range for this position is expected to be between $190,000 and $266,000/year; however, base pay offered may vary depending on multiple individualized, non-discriminatory factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position may also include other incentive compensation opportunities in the form of discretionary annual bonus or commissions, and equity. Additionally, full-time employees are eligible to participate in our comprehensive benefits program, including health and wellness benefits, 401(k) retirement plan, life and disability insurance coverages, and other benefits the Company may offer from time to time.